Farming CKA Executive at DiDi Global in São Paulo, São Paulo, BR

Company Overview

If you see technology as a way to smooth your path in life, our team does too: Your Path, Our Journey.

We believe in technology that connects talented people who embrace diversity to create and share paths we don't even know about (yet!). We work to generate value not only for our users but, above all, for the communities we serve and for society as a whole, making every day better for everyone with mobility and delivery services (99) or digital payments (99Pay).

To make life easier for millions of people every day, since 2018, we have been part of DiDi DiDi Global Inc., the world’s leading mobility technology platform. We are pioneers in creating innovative solutions that start in Brazil and scale up to make a positive impact in more than 12 countries where DiDi operates. This innovation encompasses sustainability, safety, artificial intelligence, financial markets, and much more.

Whether building projects from scratch or improving our solutions, we enjoy challenges that give us butterflies, which is why we work at a fast pace with respect, collaboration, and good humor. Along this journey, we also draw strength from diverse experiences and opinions to grow together, fail quickly, learn, and adjust the course to create solutions that deliver even better results. #LI-Hybrid

Team Overview

From day one, you will join a high-energy, global culture where your ability to spark conversations and uncover real business opportunities directly fuels our market expansion across Brazil. As part of the Logistics Business Unit sales engine, you will be the frontline force scaling 99Entrega, our fast-growing last-mile delivery ecosystem.

This role is the foundation of our commercial acquisition pipeline and the primary entry gate to a long-term sales career within 99. Working closely with our Senior Key Account Hunters and Market Planning teams, you will separate pipeline generation from deal closing: taking ownership of high-volume outbound cadences, engaging decision makers from enriched ICP lists, diagnosing logistics pains using a structured BANT framework, and delivering high-context, qualified sales meetings (SQLs) that our Hunters can convert into enterprise wins.

Role Responsibilities

• Drive High-Velocity Outbound Cadences: Execute multicanal outreach sequences (cold calls, personalized emails, and LinkedIn touchpoints) targeting medium and enterprise logistics accounts across Brazil.
• Diagnose Pains & Qualify Opportunities (BANT): Conduct deep discovery conversations with logistics, supply chain, and procurement leaders to uncover delivery bottlenecks (cost, SLA, coverage, tracking) and validate volume fit and decision timelines.
• Deliver High-Quality Handoffs (SQLs): Schedule qualified meetings directly onto Key Account Hunters' calendars, accompanied by structured qualification summaries in HubSpot so the closing team never starts from scratch.
• Safeguard Pipeline Health & Conversion: Manage pre-meeting confirmations to maintain strong show rates, actively re-engaging no-shows and routing out-of-market accounts to automated nurturing.
• Feed Strategic Market Intelligence: Capture prospect feedback, competitive movements, and ICP patterns to refine outreach strategies and provide direct weekly inputs to the Planning team.

Role Qualifications

• Hunger to Launch a B2B Sales Career: Strong personal drive, commercial ambition, and a clear desire to master the fundamentals of modern B2B sales.
• Exceptional Communication & Active Listening: Articulate oral and written communication skills with the ability to ask insightful questions, quickly build rapport, and command attention over cold calls and messaging.
• Grit, Resilience & Routine Discipline: High adaptability, mental toughness to handle daily objections and rejection with a positive mindset, and the rigor to consistently hit structured activity benchmarks.
• Process & Technology Affinity: Familiarity with CRM systems (HubSpot preferred), prospecting tools, or sales cadences, paired with high discipline around data organization and stage management.
• Curiosity for Logistics & Operations: Quick learning capacity and interest in AI.
• Coachability & Team Spirit: Openness to receiving constructive feedback, participating in call-coaching sessions, and collaborating to win as one team.

EEO Statement

• We create customer value – We strive to always create valuable experiences for our users in everything we do. Our focus is to always innovate new experiences that are safe, pleasant, and efficient.
• We are data-driven – We are strong believers in making informed decisions, that’s why we are data-driven. We can better navigate the business landscape strategically by analyzing valuable metrics.
• We believe in Win-win Collaboration – Success is a team sport. When we work to help our partners and colleagues win, we win, too. While keeping everyone's best interest at heart, we communicate with candor and execute with excellence in all we do.
• We believe in integrity – Integrity is at the very core of our business. We are people who always want to do the right thing. Our intentions are sincere, we speak our minds and listen to each other.
• We always strive to do better. That means venturing beyond our comfort zones, learning from our mistakes, and helping each other grow.
• We believe in Diversity and Inclusion – Diversity is one of our biggest strengths. Our differences are what makes us distinct. We respect each other and believe in equal opportunities for all.

Diversity & Inclusion

Diversity is not a future vision or a wish for something we want someday; it is a non-negotiable value of who we are today.

We embrace inclusion, plurality, and respect, and to achieve this, we rely on the governance of the Diversity Committee, which works alongside HR, our leadership, and identity groups—99Adapta, 99Afro, 99Colors, 99Womem, and 99Familys.

This is our ongoing journey, with much more still to come. We reinforce that this position is open to everyone, including pregnant people and people with disabilities (PwD).
I acknowledge that prior to submitting this application, I have read and accepted the Privacy Notice for Candidates which is available on https://careers.didiglobal.com/terms